Ricardo Moreno

Great insights Brian G. Burns. For 'students' of sales this post is truely gold. Telling (which is not actually selling) how your product/service will solve their problem(s) is helpful, however, going the extra mile and understanding how your customer or prospect is going to implement your product/service/solution into their organisation is critical to making them successful. You will also show them positive character traits like empathy, wanting to see them succeed and caring more about your customer than you do the sale. These cutomers then reward you by becoming advocates that buy from you again and again. For those who have never gone the extra mile, try it out, you will find there is no traffic congestion and rarely any wait time.

1

1 Comment

From Mid-March, results are in-line with ~60% of the team meeting their quarterly target. Feeling under pressure this quarter? Don't make this mistake: https://bit.ly/49coeO3 #SalesQuota #SalesPerformance #SalesLeader

3

2 Comments

What if your sales process could become second nature—woven into the DNA of your entire team? The best sales leaders don’t just know the Sandler Selling System—they live it. The same seven-step process that transforms selling also drives effective leadership, shaping both strategy and daily behaviors. It’s not just about understanding the steps; it’s about modeling them, making them a part of your team’s culture, and embedding them into your leadership style. From building rapport to setting clear expectations and addressing challenges head-on, this system isn’t just a sales tool—it’s a roadmap for success in leadership and beyond. Curious about living the process? Read the full brief to learn how to take your leadership to the next level: https://hubs.la/Q02-BZK-0 #SalesLeadership #SalesProcess #TeamSuccess #Sandler

3

In today’s competitive business environment, sales leaders like Chief Revenue Officers (CROs) and VPs of Sales are constantly seeking ways to improve their teams’ performance, streamline processes, and drive revenue growth. However, many organizations—especially small to mid-sized enterprises (SMEs) or startups—may not have the resources or need a full-time sales enablement professional. This is where fractional sales enablement professionals come into play.

1

Safeguard Your Revenue and Customer Relationships! A single bad sales hire can do more than miss quotas; they can damage customer relationships and cost you valuable revenue. According to a study by the National Association of Sales Professionals, a poor sales hire can cost a company 5 to 7 times the employee’s annual salary in lost revenue and productivity. Ouch! Poor performance and behavior can lead to lost deals and customers, directly impacting your bottom line. So, what's the solution? A rigorous selection process that identifies top-tier sales talent capable of closing deals and maintaining strong client relationships. By utilizing effective go-to-market recruiting strategies, you can protect your revenue streams and uphold your brand’s reputation. Research by the Harvard Business Review shows that companies with strong hiring practices experience 3.5 times higher revenue growth and profit margins. Talk about a win-win! Investing in a relationship with an external search partner that you trust is critical to your success. But be careful....... if your recruiter hasn't worked on sales teams, selling software or leading software sales teams themselves, can they identify the great talent that will lead your team to record growth and retention? Choose wisely, and watch your sales soar! 🚀 #salesrecruiting #revenueleaders #gotomarketrecruiting

28

Just read a insightful article from Alyssa M. at LinkedIn about how to overcome buyer indecision in B2B sales (see the comments for the link). As most of us have seen, B2B buying centers are bigger than ever and it’s hard to reach consensus. Further, more than half of the buying center members are looking for a safe bet vs. risky innovation. So if you’re selling anything other than “vanilla”, how do you get folks on board? In my experience, it starts with simply quantifying value. If you message is complex, at all, you’ll lose folks who aren’t paying close enough attention. Instead, lay it out in simple terms with simple math … if you’re going past the size of two Post It notes, you’re probably too complicated. That kind of value messaging is not only easily understood, it’s also easily shared with members of the buying center you don’t even know exist.

5

1 Comment

Calling All SALES People – YOU HURT YOURSELF WHEN YOU DO THIS!! A huge piece of advice to all of you included in SALES process for your business including CEO’s, MD’S, SALES Directors, Client Directors, Head of Sales, EVP’s, VP’s, SVP’S…I think you get the drift. If your business is taking part in an official RFP process and the RFP states the lines of communication to be used (which it will) i.e. people you should contact (probably a #Procurement person or maybe a Stakeholder)…then abide by it! Now sometimes during the RFP process you may learn of other more senior people who may have an impact on the RFP outcome. This may be via demos or chemistry sessions, or your senior people already know and have a relationship with senior people in the business… BUT please, no matter how desperate or brilliant you think you are…. DO NOT CONTACT THOSE SENIOR PEOPLE DIRECTLY (unless requested to by the contact in the RFP!) It may in your mind seem like a smart thing to do, as you can influence the outcome and get advantage…and I get that is the SALES person in you, and you’ve seen it pay off sometimes… But here’s what actually happens: If the Procurement team are valued and are in charge of doing the official RFP - then take it as given!! All that will happen by your actions is that the senior person will reach out to the Procurement team and tell them…. and guess what that does to your proposal…? Don’t think for one second, your proposal goes to the top of the pile. IMHO, IT’S A HUGE BLACK MARK! What your actions have actually managed to achieve are: 1.     You will have annoyed the Procurement person managing the RFP 2.     You will have annoyed the CPO or Head of Procurement 3.     You will have annoyed the Senior stakeholder who is sponsoring the RFP 4.     You will probably annoy the Senior person you contacted… after all there’s a Procurement function to deal with this stuff! So, SALESPEOPLE…no matter the temptation, do yourself a favour and abide by the RFP rules of communication. You have been warned! _________________________ 😃 Hi I'm Steve Walton. I help companies to fully realize the value procurement brings in terms of cost savings, risk mitigation, supplier innovation and sustainability. DM me if you’re ready to move procurement beyond a tactical purchasing function, and need consultancy and training. 💸📉📊

14

4 Comments

The path to successful strategic enterprise B2B SaaS selling and full realization of revenue potential runs directly through Value Engineering and your Industry Principals. This is not an opinion. Fund, staff and operationalize the output of these roles and Sales and Marketing will engage your full TAM properly and guide multi-year executive investment strategically. #b2bsales #b2bgtm

16

3 Comments

🚨 Sean’s Sales Tip: 🚨 Stop Dancing to Another Vendor’s Tune – Set the Direction and Win the Deal Sales pros, let's get straight to the point on that big year-end deal: Are you driving the sale, or just reacting to what the buyer asks for? If your strategy revolves around responding to RFPs and checking boxes, you're letting someone else dictate the game. Our job isn’t to respond; it’s to lead the buyer. 💡 Responding Traps into being a busy fool. Here’s Why: ⏳ Wasted Time & Resources: RFPs often reflect criteria set by another vendor. If we’re just answering what’s asked, we’re playing their game and wasting time and money. 📉 Limited Opportunity to Differentiate: By the time an RFP drops, the buyer already has a “solution” in mind. Responding means you’re just another option. 💸 Decreased Value Perception: Reactive responses make price the focus. Without influence, our unique value is lost. So Time to change tack completely: Flip the Script: Start Influencing 🛠️ Influence Criteria Early: Lead discovery sessions that reveal what really matters—and position your solution as the answer. You’re not just another vendor; you’re an expert advisor with a lifetime of wisdom. Shape Their Solution Image: Help buyers envision success with your solution before anyone else pitches. Show them early how your approach uniquely addresses their needs. Set the Groundwork for Value: Focus on long-term COI and ROI, risk mitigation, and operational ease. You’re not selling a product; you’re delivering a partnership that drives growth. Frame the Entire Buying Journey: Walk them through the process in a way that keeps competitors out and your solution top of mind. Guide the journey, don’t just tag along. The Difference Between Responding and Leading from my Career 🚫 Reactive Selling: Responding to the Buyer’s Agenda Outcome: 12 months lost, thousands in opportunity costs, and wasted resources. We spent a year responding to an RFP crafted around a competitor’s criteria. Despite endless revisions, proposals, and meetings, the deal went nowhere, costing valuable time and resources that could’ve been invested in winnable deals. ✅ Proactive Selling: Setting the Agenda and Influencing Criteria Outcome: Won the deal in four months, avoided cost of inaction, and created new budget. In another case, we engaged early, led discovery, and demonstrated the cost of inaction—financial, operational and personal. We helped the buyer visualise a future with our solution and guided criteria to match our unique strengths. The result? A new budget, a shortened sales cycle, and a successful partnership. Don’t Just Dance – Take the Lead 🎯 Sales isn’t about responding to someone else’s tune. It’s about setting the direction, shaping the criteria, and leading with authority and insight. Are you just reacting, or are you taking charge and influencing the outcome? #SalesLeadership #TakeTheLead #SalesInfluence #ProactiveSales

6

2 Comments

Facts and figures might inform... But stories connect. In #sales, the right story at the right time can: 1. Evoke emotion and spark curiosity. 2. Build trust and create lasting impressions. 3.Guide prospects toward decisions naturally. #Storytelling isn’t just about sharing events and  creating meaningful connections that drive action.

2

1 Comment

As President and CEO of a business specializing in sales training, I—and my team—speak to a lot of sales leaders. Most of them have a similar experience when it comes to asking a salesperson what's likely to close over the next 30, 60 or 90 days: They hear an answer that sounds confident and sometimes even optimistic, and when they come back to the salesperson later on, they learn that the answer they heard no longer aligns with reality.

1

Struggling to close deals? The breakthrough you're looking for is in the questions you're asking! "100 Great Sandler Questions... And When to Ask Them!" gives you the questions you need to understand your clients' needs. From uncovering pain points to setting deadlines, these questions will help you take charge of every conversation. Download your copy now: https://hubs.la/Q02Bm2_m0 #Sales #ProfessionalDevelopment

1

What’s the number one foundational element that many sales orgs miss when rolling out a new methodology? --> Leadership buy-in. The most successful sales transformations are top-down. When leadership joins sales training sessions, it underscores the organization's commitment and sets the stage for future success. From there, focus on these pillars to drive methodology adoption and build the desired selling behaviors: 1️⃣ Ensure Buy-in from Sales Managers: Sales managers are pivotal in execution. Weekly coaching to reinforce key behaviors is crucial. Provide instruction to help managers understand their role in reinforcing the sales training curriculum. 2️⃣ Leverage Sales Tech: Choose training providers with integrated tech solutions. Look for software tools that mesh with your CRM, AI-based conversational intelligence and sales enablement tools to track seller interactions with content. 3️⃣ Implement Targeted Sales Coaching: Sales coaching develops sellers to master skills and overcome obstacles. Managers should coach regularly, emphasizing that sellers already have the answers — they simply need guidance to uncover them. We have found in many cases managers don't coach because it's not expected of them. Let's change that narrative! Set expectations for regular coaching to ensure continuous improvement. Empower your sales team with ongoing coaching and the right tech to ensure training sticks and performance soars. https://lnkd.in/g2R-Bpte #SalesTraining #SalesTransformation #SalesCoaching #SalesTech

4

Campa Cola is making strides in the ₹70K Cr beverage market, aiming to rival the dominance of Coca-Cola and Pepsi. In retail, JioMart has secured about 15% of the online grocery space, while Blinkit holds 8-10% in ultra-fast delivery, challenging traditional kirana stores. In the cab sector, Blu Smart’s electric focus is growing with a 2-3% share, while D2C brands like Mamaearth now capture ~10% of the online FMCG market. PharmEasy and 1mg lead online medicine delivery with 50% and 30% shares, respectively, while Decathlon owns 10% in sports retail, making fitness more accessible. Reliance Jio, with a 37% telecom share, continues to push digital access nationwide. Meanwhile, Grasim’s planned entry into the paint market, where Asian Paints holds 40%, signals further competition ahead.

1

Did you know the average tenure of a Sales VP is just two years? Sales leaders navigate immense pressures, often prompting them to make swift exits—but it doesn’t have to be this way. Grab your free copy of "Why Sales Leaders Fail" to uncover the common pitfalls to avoid and set yourself up for long-term success in the leadership seat. 👉 Download here: https://hubs.la/Q02XV-k50 #SalesLeadership #LeadershipDevelopment

5

Even the most seasoned reps hit a wall when tackling enterprise deals. Complex procurement, shifting priorities, and multi-stakeholder alignment require more than past success - it demands strategic guidance. That’s where an experienced deal coach changes the game. Unlike solo sellers, coaches bring insights from multiple clients and industries, enabling reps to navigate obstacles faster, uncover hidden opportunities, and close high-value deals. Struggling alone costs time, trust, and revenue. Engaging a coach unlocks repeatable processes and a higher win rate, amplifying your success across every deal. Why guess when you can get guidance that delivers? #EnterpriseSales #DealCoaching #RevenueGrowth #SaaS

13

2 Comments

Every conversation is an opportunity. Negotiation is one powerful skill that separates top performers from the pack. Here's why it matters: Top negotiators close happier deals (12.5x) & hit targets (3.1x more)! Negotiation skills propel unparalleled sales success. As such, you should empower your team to become negotiation masters. How? Uncover Strengths & Weaknesses: Sales Data Analysis: Win rates, deal size, negotiation time - identify patterns. Customer Feedback: Surveys & win/loss analysis - what resonated? Role-Playing: Simulate real scenarios and observe how reps handle objections. Harness Feedback & Self-Assessment: Post-Deal Debriefs: Discuss negotiation tactics and their impact. 360° Feedback: Get insights from colleagues, managers, and even clients. Self-Assessment Tools: Online quizzes or personality tests pinpoint areas for improvement. Tailored Sales Training: Identify Common Weaknesses: Build rapport, handle objections, or close deals? Experience Matters: Cater training to veterans & those new to negotiation. Real-World Scenarios: Use case studies or role-playing relevant to your industry. Effective Training Resources: Interactive Workshops: Combine lectures with activities & practice. Expert Coaching: Invest in individual coaching from a seasoned expert. Online Learning Modules: Offer flexible, on-demand training opportunities. Negotiation Simulations: Immerse reps in realistic simulations to hone skills. Leverage Technology & Data: Sales Tracking Tools: Monitor metrics like conversion rates & deal size. Data Analytics: Identify negotiation patterns & areas for improvement. AI-powered Platforms: Simulate scenarios & provide personalized feedback. Track Progress & Measure Success: Set SMART Goals: Define specific, measurable, achievable, relevant, & time-bound goals. Monitor KPIs: Track win rates, average deal size, and customer satisfaction. Regular Feedback Loop: Gather feedback and adjust training based on progress. Negotiation is a learnable skill. Equip your team, unlock their potential, and drive sales to new heights! #sales #negotiation #salestips #leadership #training #success

2

Bad news: 57% of salespeople miss their quotas. Good news: You can change that. Check out "Why Salespeople Fail" for strategies to: ✅ Fix gaps in your sales systems and management ✅ Align your strategy with today’s buyer journey ✅ Hit (and beat) those all-important quotas Learn how to sell smarter from the company that (literally) rewrote the book on selling. Download the whitepaper here: https://hubs.la/Q02RKsZn0 #Sandler #SalesTraining

1